Sales & Marketing
Latest Articles
Sales & Marketing
Find your rhythm
Although my personal enjoyment of professional sports has waned in recent years, I still find great peace in them.
Finance
Tinkering with the terms
When said sales rep throws that reasoning on your doorstep like a Molotov cocktail, do you accept the party favor? Not in my world. Pick up that sack of fun and toss it right back at him.
Sales & Marketing
Locate, locate, locate
The three laws of real estate are well known — location, location, location. I argue that the three laws of selling are locate, locate, locate.
Who ultimately pays the finance charge?
I love when a customer says they don’t pay finance charges but they pay late. Well, cowboy, where does that leave us?
Sales & Marketing
Fractal selling in the Â鶹´«Ã½ industry
Fractal selling proves that prospecting and networking is an evolving experience.
Finance
Tempering aggressiveness in Â鶹´«Ã½ credit
A sales rep asks how to approach an overzealous credit manager.
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Sales & Marketing
In Â鶹´«Ã½ sales, being a partner is not what you think
Are you a partner to your customers or a provider? I have a confession that the term “partner†makes me bristle.
Finance
How much do you need to explain when denying credit?
People often confuse the rules of B2B credit, which is governed completely differently than consumer credit.
Sales & Marketing
In sales, it’s all about your beliefs
The reality is not that markets are different, but instead that you behave what you believe.
Finance
How to know when you need credit protection
I like having options. Options help my company make sure we get our money.
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